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Managing Stakeholders

Map buyer personas, track influence, and link stakeholders to value drivers in the Intelligence workspace. Effective stakeholder management ensures your business case speaks to the right people with the right messages.

Who this is for

End User Admin Executive

Prerequisites

Step-by-step instructions

1. Open the Stakeholders tab

  1. Navigate to the account and select the Intelligence workspace.
  2. Click the Stakeholders tab.
  3. If no stakeholders exist, the page shows an empty state with an Add Stakeholder button.

2. Add stakeholders

  1. Click Add Stakeholder.
  2. Enter the following fields:
  3. Name
  4. Role (for example, CFO, VP Engineering, Procurement Lead)
  5. Contact email
  6. Phone (optional)
  7. Click Save.

3. Map personas

  1. In the stakeholder detail panel, open the Persona dropdown.
  2. Select a buyer persona. Options map to your tenant’s configured personas.
  3. Common personas include:
  4. Economic Buyer
  5. Technical Champion
  6. End User
  7. Compliance Officer

4. Set influence level

  1. Mark each stakeholder as one of:
  2. Decision Maker — can approve or reject the initiative.
  3. Influencer — shapes the decision but does not own the budget.
  4. Blocker — can stop the initiative if concerns are not addressed.
  5. The influence level appears as a badge on the stakeholder card.
  1. In the stakeholder detail panel, open the Linked Drivers section.
  2. Click Link Driver and select from the account’s validated value drivers.
  3. Add a note explaining why this driver matters to the stakeholder.
  4. Linked drivers appear in audience-specific business case views.

6. Track engagement

  1. Use the Engagement Timeline to log meetings, emails, and discovery notes.
  2. Click Add Activity and choose a type:
  3. Meeting
  4. Email
  5. Call
  6. Discovery Session
  7. Add a summary and attach files if needed.
  8. Activities are visible to all users with access to the account.

7. Validate persona fit

  1. Switch to the Persona Fit tab.
  2. See how well the account matches ideal buyer profiles.
  3. Review fit scores for each persona and identify gaps.
  4. Use gaps to shape discovery questions and value messaging.

8. Export the stakeholder map

  1. Click Export in the Stakeholders tab.
  2. Choose format: PDF or CSV.
  3. Share the map with account teams or leadership.

Tip: Link stakeholders before building the business case

Stakeholder-linked value drivers appear in the Executive View under Strategic Recommendations, tailored by persona. This makes the case more persuasive.

Permissions required

Role Permission Scope
User Create / Edit / Link Assigned accounts
Admin Configure personas / Delete any Tenant-wide
Executive View / Export Portfolio

Limits and guardrails

Limit Maximum of 50 stakeholders per account. Limit Engagement logs are retained for 24 months. Limit Each stakeholder can be linked to up to 10 value drivers. Limit Persona fit scores are recalculated nightly.

Troubleshooting

Issue: Persona dropdown is empty

Cause: No personas have been configured for the tenant. Resolution: Ask an admin to configure personas in Workspace Settings → Data & Integrations → Value Packs.

Issue: Stakeholder does not appear in business case

Cause: The stakeholder was not linked to a value driver that appears in the generated narrative. Resolution: Edit the stakeholder and add at least one linked driver with validated evidence. Regenerate the business case if needed.

Issue: Cannot add engagement activity

Cause: The stakeholder record was created by another user and you lack edit permissions. Resolution: Ask the stakeholder owner or an admin to adjust permissions in Workspace Settings → Team & Access → Permissions.

Issue: Export is missing some stakeholders

Cause: The export filter is scoped to active stakeholders only. Resolution: Check the filter toggle and include archived or inactive stakeholders if needed.

Issue: Persona fit score seems inaccurate

Cause: The account enrichment data is incomplete or outdated. Resolution: Refresh enrichment from the Account Enrichment tab and wait for the next nightly recalculation.

Escalation path

For bulk import requests or persona configuration issues, contact your admin or open a support ticket with severity P4.